November 16, 2011

Buy New, Used or Rent Pipe and Drape?

The age old debate in the trade show community – “Given the Choice – do you buy new, used or rent for your trade show equipment needs?”  As we all know, the trade show industry is very seasonal with the likely probability of over lapping shows in the spring and fall.  This is great for business, but not so great for your Pipe & Drape inventory levels.  So, what do you do when you can’t cover them all?

More and more trade show decorators are buying new trade show equipment to meet their show objectives.  They are finding the upfront investment cost is worth the peace of mind knowing they will meet the expectations of their clients and gain future business for around the same cost as other options for obtaining equipment.  While the cost of doing business has continued to increase, Georgia Expo has actually lowered equipment prices over the last three years, one of the few costs you won’t have to pass off to the customer.  Presenting first quality equipment that is consistent and branded to your business allows you to position yourself to win more bids and show.

There are several other options to obtain the Pipe & Drape inventory needed to complete over lapping shows.  Let’s explore the pros and cons of each option to lead us to the ultimate conclusion that new equipment is the best decision your business can make.

Sub-Contracting

Sub-contracting equipment for shows gives you the flexibility to use another company’s product when you don’t have enough inventory or to use product that is closer to the proximity of your trade show.  On the flip side you are now at the mercy of your competitor to borrow presentable equipment for your client and you have to share the profits.  You may have to explain to your client why equipment is mix & matched or why fabric dye lots do not match what you initially presented to them.  It’s a quick solution for last minute events and you will generally save on shipping costs if you are subcontracting with someone outside your area.  This is also an attractive solution if you win a bid that hops from city to city each year, but what your client doesn’t appreciate is a different quality show in each city and will be less likely to resign in the future.

Purchase Used Equipment

The trade show industry is changing every day with new decorators coming into the market place and companies acquiring or going out of business.  This opens up the opportunity for companies to purchase the used inventory of these businesses.  If you are considering this an economical way to cover your inventory needs make sure you check out the equipment before you purchase – not every company takes care of their trade show equipment for durability and long life.  The price may seem attractive at up to 50% off retail price but keep in mind that purchasing new inventory in bulk leads to steep unpublished discounts that may be just as competitive for new equipment.  Definitely price both options and weight the life span of old vs. new before pulling the trigger on someone else’s seconds that don’t match your stock.

Renting

Renting equipment generally comes into play for last minute rush needs.  We call this the game of poker: you never know what you’ll get until it is too late and you’ll have to overnight in new product anyway.  What’s great about working with the manufacturer is that our offices are literally attached to the factory so if you need something last minute we can make it happen.  Georgia Expo will go the extra mile to insure your order is as consistent in dye lot and color as previous purchases so there are no surprises when your product arrives four hours before show time.  40% of our business is “if you can ship it today, we’ll place the order.” 

One Last Use

We’ve all heard and said this one, “Well, let’s just get one last use out of it.”  This last use could cause you to lose out on next year’s contract.  Do not insult your client; whether big or small, by using dirty almost broken equipment, this could even turn out potentially dangerous.  Impress your customers by exceeding their expectations with new equipment and then maintain its first quality appearance so you can continue to use year it after year.

Vegas it the trade show capital of the United States.  Let’s face it, in the trade show industry we like to take a gamble.  We are also one of the oldest growing industries because we are smart business people who value business relationships and would never take a gamble by presenting questionable equipment.

With all the options available for obtaining Pipe and Drape give Georgia Expo a last look for purchasing new equipment, you will be surprised with what 25 years of manufacturing experience can do for you and your business!